Dana Durham

Questioner
DISC Type : c

ACS/Cargo Data Analytics, Learning & Design General Manager at Delta Air Lines

Atlanta Metropolitan Area, United States

Overview

Dana has no verified overview

Personality Overview

Cautious & Analytical

Not Easily Convinced

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Dana has no verified topics they care about

Media Appearances

Dana has no verified media appearances

Work History

3-2022
ACS/Cargo Data Analytics, Learning & Design General Manager at Delta Air Lines
4-2021 - 4-2022
Director Product Delivery - Agile Transformation at Fiserv
1-2018 - 4-2021
IT Transformation & Strategy Manager at Delta Air Lines
3-2017 - 12-2017
Manager - PDO BA Practice at Delta Air Lines
2-2015 - 3-2017
PMO BA Practice Lead - Senior Business Analyst at Delta Air Lines

Education

2019 - 2020
MBA from Georgia Institute of Technology
2000 - 2004
Bachelor of Science (B.S.) from Spelman College

More Information

Social Presence :

Prographics :

Exp : 15 Location : Atlanta Metropolitan Area, United States Job Level : Senior Designation : ACS/Cargo Data Analytics, Learning & Design General Manager at Delta Air Lines
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Insights For Selling To Dana

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dana is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Dana

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Dana move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Dana take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Dana

Personality Compatibility


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